Competitive Intelligence Specialist
2 semanas atrás
The Competitive Intelligence Specialist is part of the sales team. Be prepared to work with the sales force to help win the deal. You will be THE expert on your competitor(s) and solely responsible for all insights and understanding of a competitor set and that responsibility does not end with educating the sales force on the competitor. You need to be prepared to present NetSuite vs. competitor X to our prospect, our partners and our systems integrators. You will be asked to compare our product with our competitor and answer deep functional differentiator questions. You will develop client-facing content and travel to client, prospect, partner and systems integrator meetings to add your knowledge and insight. While you will be building reusable content, the focus of this role is in support of deals which includes being comfortable with prospect and customer facing meetings and events.
You are also responsible for a vertical or horizontal business unit's market, competitor and customer insight needs. This includes providing insight support by using all primary and secondary resources available. You are considered a member of the sales force you support and will regularly be asked to participate in staff meetings, group sessions, deal reviews, partner interactions and client-facing competitor reviews. You own the win/loss review process and that includes interviewing the prospects and customers on why we won/lost and bringing that knowledge to bear in future sales cycles.
To do this you should have mastered all standard secondary resource tools and must be adept at engaging in primary research utilizing proven, validated research techniques. You will be seen as an expert in your area of responsibility and will regularly be asked for recommendations or opinions.
Career Level - IC4
Responsibilities:
· Sales Lifecycle skills: Engages throughout the entire lifecycle of the deal from the initial "attract" phase through "close" providing content, collateral, talking points, FUD, traps, win themes, differentiators, and pricing strategy to beat the competitor. Support can take many forms including coaching the sales force to presenting directly to the prospect.
· Insight Generation skills: Proactively seeks additional analyses to flesh out findings. Integrates interesting patterns into a cohesive story. Maintains relationships with SMEs within the company and outside who can help with insight generation. Consistently informs research recommendations with a personal point of view. Uses professional experience to develop their own and their colleague's recommendations. Consistently develops compelling "so what's" and actionable "now what's" for the business
· Business problem solving skills: Reframes requests to maximize their value even when the requests come from difficult constituents. Continues the scoping conversation throughout the project process to test interim findings/insights with the business partner. Is recognized by senior business partners for possessing exceptional business acumen and is proactively sought for advice. Captures opportunities to influence business decisions and strategies consistently.
· Influencing skills: Focuses on relationship building as well as using strong scoping tools to uncover the problem even when not clearly articulated. Encourages debate around research recommendations and consistently advocates for their point of view.
· Communication skills: Capable of presenting point of view. Owns the building and constant updating of relationship maps to understand the appropriate constituents to focus on. Creates presentations that focus on the insights that are clearly articulated with supporting data where appropriate. Leverages knowledge management tools or research communications to share insights broadly across the organization, with a particular focus on vertical and industry communities. Considers communication preferences and decision maker needs to tailor recommendation communication across audiences. Presents at Voice of the Analyst events (when applicable) and/or other meetings.
· Synthesis skills: Takes ownership for stewarding the research team's knowledge base by continuously maintaining platforms on KM and/or collaboration platforms and other loci of knowledge. Works with business partners to compile current knowledge and identifies gaps that they need filled in order to make better decisions. Considered a valuable team member outside the research organization for their ability to compile and make sense of diverse data.
· Foundational skills: Seeks information on new techniques through conferences or other learning sources. Proposes new/different research techniques. Actively seeks out training in emerging methods and techniques. Seeks out sources and learning events to grow business acumen and industry knowledge.
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